Dell Computer Corporation

References

5Michael Dell, Direct from Dell (New York: HarperBusiness, 1999), pp. 17–20.

6"The Education of Michael Dell," Business Week, March 22, 1993, p. 86.

7"E-Commerce’s Guru of Choice," USA Today, April 15, 1999, p. 3B.

8Dell, Direct from Dell, pp. 29, 57, 50, 59, 60, 64, 65, 69, 139–40, 168–69, and 116.

9As quoted in Magretta, "The Power of Virtual Integration," p. 74.

10Ibid.

11Ibid.

12Ibid.

13Ibid.

14"Dell Uses Channel to Move System Inventory," Computer Reseller News, January 12, 1998.

15"Michael Dell Rocks," Fortune, May 11, 1998, p. 66.

16As quoted in Neel Chowdhury, "Dell Cracks China," Fortune, June 21, 1999, p. 121.

17According to data compiled by International Data Corporation and provided to the case researchers by IDC.

18Magretta, "The Power of Virtual Integration," p. 79.

19"Michael Dell Rocks," p. 61.

20As quoted in Austin American-Statesman, August 26, 1999.

21Kevin Rollins, "Using Information to Speed Execution," Harvard Business Review, March–April, 1998, p. 81.

22Magretta, "The Power of Virtual Integration," p. 80.

23Keynote speech given on August 25, 1999, in Austin, Texas, at Dell’s "DirectConnect Conference."

24Ibid.

25"The Education of Michael Dell," p. 85.

26Dell, Direct from Dell, pp. 82–83.

27Ibid., p. 84.

28As quoted in Connie Mabin, "Dell Focuses on Novice Users with Simple WebPC," The Associated Press State and Local Wire, December 1, 1999.

29Dell, Direct from Dell, pp. 109–11.

30Ibid., pp. 128–29.

31Ibid., pp. 134–35.

32Ibid., pp. 133, 137.

33As quoted in Business Week, September 29, 1997, p. 38.

34David Kirkpatrick, "Old PC Dogs Try New Tricks," Fortune, July 6, 1998, pp. 186–88.

35"Can Compaq Catch Up?" Business Week, May 3, 1999, p. 163.

36Digital’s competitive position is discussed in "Compaq-Digital: Let the Slimming Begin," Business Week, June 22, 1998.

37A discussion of the benefits of the Digital Equipment Corporation acquisition is presented in Compaq Computer Corporation’s 1998 annual report; see www.compaq.com/corporate/1998ar/financials/MDA/purchased_nf.html.

38Compaq Computer Corporation 1998 10-K.

39Compaq Computer Corporation 1998 annual report; see
www.compaq.com/corporate/1998ar/letter/english01_nf.html.

40"Can Compaq Catch Up?" p. 166.

41Compaq was said to have adopted a program that would reduce the number of destinations that the company shipped to by 70 percent by eliminating all but four distributors in North America in a May 10, 1999, ComputerWorld online news article; see www.computerworld.com/home/news.nsf/all/9905101compaq2.

42"Can Compaq Catch Up?" p. 164. Many distributors and resellers carry more than one brand and can push sales of one brand over another if they are so inclined.

43"Desktop and Mobile Weekly Update," Dataquest, February 12, 1998, p. 7.

44Compaq’s difficulty in making a success of its Digital acquisition is discussed in "Compaq Chief Executive Pfeiffer Ousted," Associated Press Wire, April 19, 1999, and "Can Compaq Catch Up?" pp. 162–66.

45Compaq Press Release, January 25, 2000.

46IBM 1998 annual report, pp. 84–86.

47Ira Sager, "Inside IBM: Internet Business Machines," Business Week, December 13, 1999, p. EB 34.

48Hoover’s, Inc., "Hoover’s Company Profile Database for Hewlett-Packard," 1998, p. 1. HP’s test and measurement business, which accounted for approximately 16 percent of 1998 sales, was spun off as a stand-alone company in March 1999; Hewlett-Packard Company 8-K (filed March 2, 1999), p. 1.

49Comments made to students at the University of North Carolina and reported in the Raleigh News & Observer, November 16, 1999.

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